185 / 204
2013 Best
Practices Study
Agencies
with
Revenues
Over
$25,000,000
185
Analysis of Agencies with Revenues Over $25,000,000
Key Benchmarks
Mgmt. Perspectives
Profile
Revenues
Expenses
Profitability
Employee Overview
Producer Info
Service Staff Info
Technology
Insurance Carriers
Appendix
Average
+25% Profit
+25% Growth
The NUPP
Expressed as a percentage of Net Revenue, the NUPP is the
difference between what an agency pays its unvalidated
producer(s) and what the producer(s) would earn under the
agency’s normal commission schedule. A NUPP of 1.5% is
considered a healthy level of investment.
1.2%
0.6%
1.1%
High
3.6%
Low 0.1%
One of the most important investments an agency can make in organic growth is in the hiring and
developing of new producers. By measuring
pure payroll costs
, the NUPP benchmark allows an “apples-to-
apples” comparison with other agencies regarding the amount of direct investment an agency is making
in new producers. The NUPP benchmark is intended to be simple and is not designed to measure all other
ancillary expenses that accompany the hiring and developing of new producers.
While the NUPP provides a general investment guideline, an agency should also consider the success
rate of its new producers, i.e. the percentage of new producers hired during the past 5 year period that
have achieved the sales goals set before them. By multiplying the NUPP by the producer success rate, an
agency can further determine the effectiveness of its NUPP. High performing agencies typically achieve an
Effective NUPP between 1.0% - 1.5%.
An unvalidated producer is one whose production does not yet cover his/her wages
Net-investment in Unvalidated Producer Pay
Understanding the NUPP